An Atoll Futures Research Institute? Presentation for CANCC
Nonprofitmarking superstarbrand-maryannedersch
1. MARKET YOUR NONPROFIT
Superstar Branding: Seven Secrets to FIND and
ATTRACT the DONORS of Your Dreams!
with MARYANNE DERSCH
Courageous Communication
What if EVERYTHING You’ve Been Doing to
Flat Out WRONG?
is
10. Who Am I & Why Listen To Me?
•25 years working with, in and for nonprofits
•Author of Courageous Communication: How Codependence is
Making Your Nonprofit Brand Boring and What to Do About It
•Speak and write about nonprofit marketing for
AFP, Chronicle of Philanthropy, Stanford Social
Innovation Review and IABC
•Creator of Courageous Change workshops
•100s of nonprofit clients from around country
32. AVATAR • To create attraction, you need to
understand who you are going to attract
Who is your favorite donor?
The person you love to work with because the energy and ideas flow easily
The one who sees your organization for its highest and best?
Create avatar
Demographics
Characteristics
Pain
Gain
1
STEP
33. When we focused on who we were trying to attract,
everything became easier. Our organization serves children in
Lutheran Schools who need specialized education services.
For parents of struggling kids, this can be a difficult and
frustrating situation.
When we spoke to their needs, we were able to tell them we
understood them, and believed in the potential of their
children. We also developed a profile for our donors and
spoke to their needs of supporting Lutheran education as
faith in action.
Jackie Smith, executive director
LASE Specialized Education
“Inspiring the God-given potential of every child.”
34. ATTRACTION AUDIT • To know where you are
going, first know where you are
A brand assessment looks at your current
strategies and how effective they are in
communicating your brand to your avatar.
Don’t worry, it is less painful than it sounds
2
STEP
35. My organization provides a ministry of presence to children in
court custody. It is often a difficult for people to understand
why children are in custody. We assessed how we were
communicating and realized we weren’t telling our story
effectively.
Once we understood the effectiveness of our current
communication and our donors’ needs, we were able to
make the changes in our main message and talking points to
generate empathy and understanding for the kids we serve.
Now we can tell our story easily and confidently, and stand up
for the kids in our ministry.
Beth Goad, executive director
Episcopal City Mission
Hope and Healing for Children in the Juvenile Justice System
36. BRAND PROMISE • Create meaningful connection
Your organization makes a promise to everyone
it interacts with.
• Emotional connection
• “You can trust us to deliver.”
• Brand promises aren’t said, they are
understood.
You start with this connection and then build
from there.
3
STEP
37. Oasis provides educational, health, and volunteer opportunities to older adults. The
issue is that “oasis” is the name for a lot of things—a British rock band, a pool
cleaning company, a spa. They needed branding that clarified the purpose of the
organization and gave it some heart.
Once we came up with the brand promise of being young at heart throughout life, it
allowed us to look at the brand in a new light. The main message of “lifelong
adventure” grew from the brand promise. Now, everything Oasis produces creates
the feeling of being young at heart. There is an energy and purpose to the
communication that wasn’t there before, and the confusing name now has clarity.
38. MAIN MESSAGE
Speak to your avatar and tell them why
you matter to them.
Why should I care?4
STEP
39. Forai sells ethically produced handicrafts from refugees in St. Louis,
Missouri. We sell products and also fundraise to support the
organization. These are two different audiences with distinct
needs. Creating a main message that covered both was a
challenge.
“Hope is a beautiful thing,” invoked an emotional connection to
donors and shoppers. Once we had this, we then implemented it
across our branding, including website and retail displays.
We are a small organization and only nine years old, and the
brand has helped us grow our donor base and our retail sales. Our
focus this year is the wholesale market and the brand is helping us
break into that.
Jennifer Owens, executive director
40. TALKING POINTS • Deliver your brand in person
The most common way audiences interact
with our brand is in person, and talking
points allow you share your organization’s
story with confidence and ease.5
STEP
41. Our staff is compassionate, enthusiastic and
loves their work, yet when they would tell our
story, it all fell flat.
The staff, board and volunteers were thrilled
to have talking points so they could share our
story in a way that conveyed the love and
excitement they feel for the organization.
Barb Griffith, president and CEO
42. ADJUST & IMPLEMENT
Go back to assessment and see where
changes are needed
Make a plan to implement over time
6
STEP
43. When we developed our new brand, we didn’t start
over and create everything new. We didn’t have the
budget for that. Instead we took our new messaging
and implemented it into what we were already using,
The main message of “Discover your abilities,” was
added to our existing logo, and we updated the
website instead of starting over. We updated materials
over time.
Rebranding can seem overwhelming because you think
about all the changes you will need to make yet you
can do that over time, with a plan for implementation.
Madeleine Hawn
Founder/Chief Executive Officer
44. SHARE • Take the show on the road
Go to where your avatar is
• Share information
• Create community (Your needs are my
needs)
• Create content for other sites/blogs
7
STEP
45. Our brand of attraction has grown our organization in so many ways. We
understand our audiences and we market to them. We used to get so
tongue-tied talking about what we do! We thought it was so hard to explain
and it kept us from connecting with potential donors.
Working with Maryanne on our branding gave us the tools to tell our story and
confidence to ask for major gifts we wouldn’t have asked for before. We are
now into our 30th year and launching a planned giving program.
We continue to increase our presence on a national level using the brand
and her principals around Courageous Communication, standing tall in our
mission to attract people to us. Our communications are purposeful,
deliberate and most of all, effective.
Melanie Scheetz, executive director
